The Revenue Hustle

Bradley Hardy, Managing Director at Citizens Bank, talks about the the significance of cross-selling to top and bottom lines and his approach to doing it successfully. Brad shares that a strong customer relationship is the foundation for cross-selling and explains his process for introducing new products and experts to his clients. Brad also shares how he balances his sales activities so he has a...

On this episode we discuss all things Go-To-Market (GTM) strategy because if you don't get this right companies struggle to grow. We discuss what is GTM, why it is critical to have GTM alignment, and why most companies get it wrong. We are joined by marketing expert Margaret Irons, founder of Salt and Butter Marketing, and sales expert Brian Shay, founder of Lucrum Partners. This episode is also h...

We are joined by Sondra Imperative, most recently the Vice President of Brand Strategy and Marketing at Blue Cross Blue Shield Association and currently the founder of Persistent Courage. Sandra shares her unique insights into effective leadership, emphasizing the importance of putting people first—employees, customers, and suppliers—to drive profits. She also encourages leaders to get out and tal...

We sat down with Alex Pacak, Associate Director of Sales Enablement for Soft-serve Americas. Alex shares his personal story of how he navigated the tough days he experienced early in his sales career (including his failures), how he learned to overcome them, and how he found his way into Sales Enablement. His story includes being adopted and how his family shaped him and gave him the grit to overc...

We sat down with Ruchir Nath , Director of Global Sales Strategy and Operations at Dell, to discuss his job as a sales fixer. He gets assigned to business units and product teams that are not hitting their sales targets to help leadership figure out the problems and get the revenue back on track.  Ruchir shares his invaluable insights on identifying and solving sales performance issues, navigating...

On the latest episode we’re joined by Paul Wright, the Vice President of Sales Enablement at Acosta Group. Paul shares his insights on sales enablement and the importance of making a seller's job easy. Paul is passionate about making sure sales executives are knowledgeable and informed. And to do that sales execs have to be taught, not trained. Training is for animals, not people!   Paul's Revenue...

On the latest episode we’re joined by Meenu Popli, the Director of Field Marketing for Storage in North America at Dell. Meenu shares that having an entrepreneurial mindset is the foundation for growth because it helps leaders be honest about the business' strengths & weaknesses (including themselves), listen to all stakeholders, and be able to make changes quickly.   Meenu’s Revenue Rules Ope...

This conversation with Sanjay Verma will challenge every growth leader's thinking. Sanjay is the Managing Director at Alix Partners and the Global Leader of the Digital Innovation Practice. Sanjay shares his experience driving performance improvement and digital innovation at Alix Partners, helping clients navigate disruptions, improve performance, and identify new markets and revenue streams. His...

Aakash Shirodkar, the Practice Leader for Data and AI at Hexaware, challenges conventional beliefs that the customer is King. Instead Askash places value creation at the core with the customer a key stakeholder in that journey. He also provides a detailed, step-by-step process for how he does account planning to grow existing customers. This is rich and a must listen!   Aakash's Revenue Rules: Val...

In this episode we are joined by Patrick Hogan, a Managing Director at CTG overseeing the America's Alliances and Channels. Patrick shares insights for driving revenue from alliances and partnerships. Many execs believe channel partnerships are the answer for easy growth but that isn't the case. Patrick shares lessons for growing channel revenue he has learned through first hand experience. He als...

In this episode, we sit down with Barbara Pawar, the VP of Sales and Go-To-Market Lead for the U.S. Northeast at Avanade, an Accenture-owned company specializing in supporting the Microsoft ecosystem.   Barbara has a wealth of experience, having navigated the sales landscape from a Series D startup to the corporate giants like Amazon and Bloomberg. Barbara shares how to navigate the transition fro...

The CEO of UniQual Partners, Anand Seshadri, takes us through his growth journey from leading growth strategies insides the Fortune 500 to establishing his boutique management consulting firm. Anand shares that teams that know WHY their work matters drives growth and higher performance.    Anand’s Revenue Rules: Your people should know why they’re doing what they’re doing. Focus on the inside out...

In this episode, we are joined by Cole Mayer, Regional Sales Director at Navisite. Cole discusses an often overlooked but critical aspect of enterprise sales--professional services. He sheds light on the profound value from services, with interesting anecdotes from his past, transforming the fears and apprehensions of many software sellers into a newfound appreciation and understanding for how ser...

We’re joined by Francois-Xavier Reodo, CMO North America of Capgemini Invent. In this segment, FX shares that storytelling fuels the soul of an organization by more easily communicating who we are, what we stand for, and how we present ourselves in the marketplace. Stories are a natural and easy way to understand an organization for both internal and external stakeholders, which is critical in tod...

In this latest episode, we're joined by Stephen D'Angelo, Partner in the Next Gen Sales practice at Boston Consulting Group. Stephen is also a former CRO, CEO, and VP of Sales.   Stephen helps companies transform their sales organizations and their go-to-market. Stephen emphasizes the importance of understanding the specific behaviors and skills that make a sales rep an A player, and how an A play...

In this latest episode, we’re joined by Jaime Konzelman, the VP of Sales in North America and Canada for Unisys. Jaime shares her unique career journey and discusses her first revenue rule, which is that sellers who embody sales as service completely transform the buyer-seller relationship. Tune in to hear Jaime's thoughts on servant leadership in sales and how to build lasting relationships with...

In this latest episode, we’re joined by Madi Rawlins, VP of Customer Success at Cyderes.  Madi has 26+ years of B2B experience in customer facing leadership roles with the past 13 years in cyber security. Madi is passionate about serving customers well and using customer insights to drive revenue growth.   Madi’s Revenue Rules:  Operationalize the customer voice. Renewals is a long game. Follow Ma...

In this latest episode, we’re joined by David Karp, VP of Customer Success at DISQO. In this episode, David reminds us that customers are people too. They are trying to look good in front of their boss, they want to help their colleagues, they want to get promoted….they also want to go home in time to have a meal with their family. David attributes much of his success to remembering customers are...

In this latest episode, we’re joined by Subha Shrinivasan, VP of Customer Success at Rakuten Symphony.   How much do you REALLY care about your customers and their success? Shuba explains that your company's growth is directionally proportional to how much you care for your customers.  What does it mean to 'care' and what does it look like? How do you get your CS team to care? Shuba answers these...

In this latest episode of the Revenue Hustle, we’re joined by Rhodette Zuniga, the Director of Customer Success at Demandbase. New customers that just bought have high expectations so customer success teams responsible for their on-boarding have to properly manage their expectations! Customers want to solve all of their problems overnight, which is typically faster than their own organizations can...

We’re joined by Angela Hooper, VP of Global Customer Success at Alation. She took the famous ABCs of sales (Always be closing!) and created her own ABCs for Customer Success. Angela has fifteen plus years of experience working with customers to develop multi-million dollar bottom line enhancements.    Angela’s Revenue Rules:  Focus on Adoption, Business Benefits, and Creating Champions. Don't lead...

We’re joined by Mike Weir, the Chief Revenue Officer of G2. Mike has been recognized as one of the top 100 global sales leaders in 2021 by the Modern Sales & Collective. Mike is passionate about the entire customer journey and delivering the RIGHT experiences to drive growth. This passion is clear to see in this episode.    Mike’s Revenue Rules: Sales cannot do it alone Retention is the new growth...

We're joined by Jeff Heckler, Director of Customer Success at MarketSource, Inc. Jeff has over 20 years of leading Customer Success, Professional Services, and customer-facing revenue teams. Jeff is passionate about CS and sharing his insights and expertise has made him a must-follow in the CS community.    Jeff's Revenue Rules: Define Customer Success Operations as early as possible Can't scale C...

Steve Frost, VP of Revenue Research and Advisory at TSIA, joins us on the latest segment of the Revenue Hustle. Steve advises technology and services companies on the best practices for driving sales transformations. This is a rich conversation on how companies must change from a 'sales mindset' to a 'revenue mindset' and all teams that touch the customer play a critical role in growth.    Steve's...

We’re joined by Michael Maday, Senior Director of Customer Success at Gainsight. Michael has 15 years of expertise in Customer Experience and Success and has played an active role in defining how Customer Success operates at Gainsight, the leader in Customer Success! If you are interested in growing existing customers than this is the episode for you!   Michael's Revenue Rules: Net Revenue Retenti...